How Do You Politely Ask For A Business Appointment?

To sell to someone, you've got to get them to book a meeting with you first. And as the salesmen know, this is much easier said than done.Representatives make thousands of phone calls every day, hoping and praying that one of their prospects will pick up the phone.You probably didn't even get the chance to get your attention out of the statistic or perfectly phrased value proposition before the call ended. Then you're back to square one.

How to Set an Appointment Politely:

• Disarm: Get them to lower their guard.

On the off chance a buyer actually answers the phone, one thing is certain -- they're busy. With this in mind, representatives with the highest connection rates acknowledge this fact up front. Introduce yourself and your company and acknowledge that they are busy. People are naturally suspicious when they pick up the phone (who is this, anyway?), and the best way to get them to lower their guard is by saying outright who you are and where you're calling from.Disarming them gets their attention off whatever else they're doing and gets them focused on you.

• Purpose: Explain why you are calling.

Every sales representative knows the point of a first call is to set up an appointment. Surprisingly, however, the number of representatives that actually ask for an appointment is very small.

After disarming the prospect, representatives are advised to dive into their purpose -- asking for a meeting. A great example: “The purpose of this call is to get 20 to 30 minutes to discuss how we can reduce your operating costs by 20%.". When you ask for less than a 20- or 30-minute block you're doing yourself a disservice. Lots of times, people ask for five or 10 minutes -- all you're doing is indicating it's not important. Eliminate the back and forth of meeting scheduling — and use a free product like HubSpot Meetings to allow prospects to directly book time on your calendar.

• Question: End with a specific question on how to accomplish your purpose.

Representatives are advised to end their prepared speech with a specific question.Ask a question on how to accomplish your purpose. If the prospect still evades an appointment after three cycles of this process, Representatives are suggested to send a piece of informational content -- in a calendar invite.

The obligation for the prospect to read the materials will never be higher than at [that moment], so use that opportunity to lock down the appointment.

How to Ask for an Appointment Over the Phone:

• Understand their level of interest.

During your initial call with the prospect, communicate the purpose of the meeting you'd like to book with them.Listen for their interest level once you communicate the purpose of the meeting. If they're skeptical, carry on with the conversation, but don't push too hard for an appointment.

• Communicate the value of the appointment.

let them know the value the meeting will provide for them. Whether you can help them solve a problem or offer advice, let them know what they'd get in return from the meeting.

• Give them a choice.

Providing the prospect with a choice of meeting times keeps them engaged in the conversation. Move the conversation forward by avoiding "yes or no" questions. By giving them options, they'll have to make a choice -- and by suggesting different meeting times, that choice will likely lead to an appointment.